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销售管理简介SALES MANAGEMENT DEMYSTIFIED

作者: Robert J. Calvin 著

出版社: Oversea Publishing House

出版时间: 2007-04

版次: 1

ISBN: 9780071486545

定价: 170.00

装帧: 平装

开本: 16开

纸张: 胶版纸

页数: 400页

分类: 外文古旧书>英文书>管理

2人买过

Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

  Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.

  This fast and easy guide offers

  Ideas for sourcing, screening, and selecting the best candidates

  Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills

  The model for choosing the most successful sales force organization and deployment

  Monetary and nonmonetary methods to reward positive sales force action and results

  Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics

  Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team. Robert J. Calvin is an adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business, where he teaches executive education courses in sales force management. He is the president of Management Dimensions, Inc. Preface

Acknowledgments

PART I: CREATING THE SALES FORCE

　CHAPTER 1 People, Process, Technology, and Performance

PART 2: HIRING THE BEST; TERMINATING THE REST

　CHAPTER 2 Job DescHpUons, Candidate Profiles,  and Sourcing

　CHAPTER 3 Screening and Selecting

PART 3: TRAINING FOR RESULTS

　CHAPTER 4 Product, Competitor, and Customer Knowledge

　CHAPTER 5 Selling Skills

　CHAPTER 6 Field Coaching and Sates Meetings

PART 4: SALES FORCE COMPENSATION

　CHAPTIR 7 Total Salesperson Compensation; The Mix Between Fixed and Performance Pay

　CHAPTIR 8 Salary, Commission, and Bonus Plans and Reimbursed Expenses

PART 5: SALES FORCE ORGANIZATION

　CHAPTIR 9 Channel Choice and Architecture

　CHAPTIR 10 Sizing and Deployment; Time and Territory Management

PART 6: GOAL SETTING

　CHAPTIR 11 Sates Forecasting and Planning

PART 7: MOTIVATING SALESPEOPLE

　CHAPTIR 12 Recognition, Feeling Important, Challenge and Achievement, and Freedom and Authority

　CHAPTIR 13 Personal Growth, Esteem, Belonging, Leadership, and Sates Contests

PART 8: PERFORMANCE MANAGEMENT

　CHAPTIR 14 Performance Evaluations
内容简介:
Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

  Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track.

  This fast and easy guide offers

  Ideas for sourcing, screening, and selecting the best candidates

  Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills

  The model for choosing the most successful sales force organization and deployment

  Monetary and nonmonetary methods to reward positive sales force action and results

  Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics

  Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.
作者简介:
Robert J. Calvin is an adjunct professor of entrepreneurship and marketing at the University of Chicago Graduate School of Business, where he teaches executive education courses in sales force management. He is the president of Management Dimensions, Inc.
目录:
Preface

Acknowledgments

PART I: CREATING THE SALES FORCE

　CHAPTER 1 People, Process, Technology, and Performance

PART 2: HIRING THE BEST; TERMINATING THE REST

　CHAPTER 2 Job DescHpUons, Candidate Profiles, and Sourcing

　CHAPTER 3 Screening and Selecting

PART 3: TRAINING FOR RESULTS

　CHAPTER 4 Product, Competitor, and Customer Knowledge

　CHAPTER 5 Selling Skills

　CHAPTER 6 Field Coaching and Sates Meetings

PART 4: SALES FORCE COMPENSATION

　CHAPTIR 7 Total Salesperson Compensation; The Mix Between Fixed and Performance Pay

　CHAPTIR 8 Salary, Commission, and Bonus Plans and Reimbursed Expenses

PART 5: SALES FORCE ORGANIZATION

　CHAPTIR 9 Channel Choice and Architecture

　CHAPTIR 10 Sizing and Deployment; Time and Territory Management

PART 6: GOAL SETTING

　CHAPTIR 11 Sates Forecasting and Planning

PART 7: MOTIVATING SALESPEOPLE

　CHAPTIR 12 Recognition, Feeling Important, Challenge and Achievement, and Freedom and Authority

　CHAPTIR 13 Personal Growth, Esteem, Belonging, Leadership, and Sates Contests

PART 8: PERFORMANCE MANAGEMENT

　CHAPTIR 14 Performance Evaluations

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销售管理简介SALES MANAGEMENT DEMYSTIFIED

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